Situation

A leading wholesaler of industrial equipment sought lower costs, improved process efficiency, and operational transparency from a new ERP system. The client had limited experience and expertise in evaluating ERP system integrators. Thus, the client faced several critical challenges, including:

Limited resources to commit to the RFP, evaluation, and negotiation processes

Limited information and insight into the sales practices and engagement approaches of system integrators

Coached executives on long-term relationship development strategies and approaches

Conducted detailed reviews and provided written analysis of all statements of work andcontractual documentation

Results

Based on the strategies, insights, market data and execution approach provided by UpperEdge, the company signed a Best-in-Class agreement with its implementation partner and established a foundation built to drive project success. Further, the company generated upfront savings of nearly $500,000 – a significant multiple of the company’s investment with UpperEdge. Other tangible benefits built into the unique agreement, included:

A balanced risk-reward structure for managing project costs, schedule, and quality, based on clear incentives and penalties

Limited downstream cost risk due to flat-lined resource rates for the full project lifecycle

An earned services credit structure providing additional cost savings and deeper discounts as the project progresses and the relationship expands